Did you know that in 2015 the US government spent $3.8 trillion on goods and services for the public sector? How about the fact that all 50 states spent a total of $1.5 trillion and local agencies $1.6 trillion on goods and services?
If you are a supplier and stats like these are enticing you to jump into the public sector pool, we have 5 tips you can use when swimming in the government cement pond.
You need to do some research on the agencies you are looking to work with. This is the best way to gain an understanding of their needs.
You would never jump into a pool in your business suit, would you? You need to make sure your products and services align with the solutions the agency is looking for. A question you should ask yourself and have a good answer for before responding to an RFP: “Do your products and service solve the problem or need the agency has?” If not, this is not the contract for you. Find one that is more appropriate for your business.
Your Initial contact and dialog should be with the responsible procurement officer. These are the day to day people you will be working with. They will field and answer any questions or concerns you may have and are the first barrier to landing a contract.
Identify the key internal users are and gain an introduction and opportunity to discuss your solutions.
Ok, that last one is a bit of a stretch, but you need to remember this process takes time. Public sector moves slower than the private sector, and you need to respect the process.
There are a lot of federal contracting resources online for small businesses interested in pursuing business with the government. Preparing your business for federal contracting opportunities will run smoother if you take advantage of a few of the resources available to you.Read More